How to Improve Lead Quality on Hubspot?

[emmanuelkatto]

Hello guys, myself Emmanuel Katto from Uganda (Africa). I wanted to know how can I improve the lead quality on Hubspot?

[Crystal_Hopper · Accepted solution]

Hello @emmanuelkatto. Lead Quality is a never-ending process. 😊 What is quality today, may not be quality tomorrow. Constant experimentation is my mindset about it. Everything I do is an experiment; sometimes it works and sometimes it doesn't. Either way I learn. 

That being said, I also listen closely to my sales team who follows up on our leads. If they are stuggling with something, then I find a way to include that issue in a Form or on a Website. For example, we have an issue with prospects outside of (WAY OUTSIDE) of our service area filling out our demo request form. There's only so much I can do about this, but here are a few things I have done. 

* Said repeatedly in the website and meta descriptions the areas we serve

* Built the same location content into the demo form when someone is selecting their Country

* When someone still sends an out-of-service Country, I send an auto email that reminds them of all the reasons we don't do business in their Country. But if they still want to talk, Sales still contacts them.

Expand the questions on your Forms, write more clear content expressing who you DO business with and who you DO NOT do busines with, and lean into auto responses for unqualifieds. And be ready to still talk to some people who really want to talk to you anyway. Experiment, test, shift, grow...it's a constant challenge to work on.

[Aakar · Accepted solution]

Hi @emmanuelkatto

This is an ongoing process; however, if you know your objective, it will help to improve the quality of leads. Since you are already getting poor quality leads, the first step is to investigate the sources of the low-quality Leads you are receiving.

There are various ways to improve the quality.

• Make sure you’re targeting the right audiences: If you are asked to produce 100 leads, you can gather leads from any source, regardless of whether they meet your business objectives. But if you are asked to bring 100 leads from Uganda, with valid business emails, it will be a game changer.
• If you use lead scoring, make sure your lead scoring rules are accurate and up-to-date. Your lead scoring rules should be based on the criteria that are most important to your business. For example, if you're looking for leads who are ready to buy, you might want to score leads who have visited your pricing page or downloaded a product brochure or submitted a contact form a little higher.
• Qualify your leads manually: In addition to using lead scoring rules, you should also manually qualify your leads.
• If your target is business customers, make sure you block free email service providers on the form.
• Determine if your paid campaigns are generating bad traffic and leads. If so, you may need to review your paid campaigns to fine-tune them.

Thanks.

[jbeachamOBO · Accepted solution]

Building off of the rest of the posts in this thread, after reviewing your various lead sources and out of the box tools in HubSpot, beginning to think about data quality may be the next step. If you have a Pro or Enterprise Ops Hub Subscription, there is an in-system data quality command center.

There are also other outside tools that integrate directly with HubSpot (ZoomInfo, for example) that can enrich and validate points of data in your CRM. 

[emmanuelkatto]

Thank you for your revert!!

[Aakar · Accepted solution]

Hi @emmanuelkatto

This is an ongoing process; however, if you know your objective, it will help to improve the quality of leads. Since you are already getting poor quality leads, the first step is to investigate the sources of the low-quality Leads you are receiving.

There are various ways to improve the quality.

• Make sure you’re targeting the right audiences: If you are asked to produce 100 leads, you can gather leads from any source, regardless of whether they meet your business objectives. But if you are asked to bring 100 leads from Uganda, with valid business emails, it will be a game changer.
• If you use lead scoring, make sure your lead scoring rules are accurate and up-to-date. Your lead scoring rules should be based on the criteria that are most important to your business. For example, if you're looking for leads who are ready to buy, you might want to score leads who have visited your pricing page or downloaded a product brochure or submitted a contact form a little higher.
• Qualify your leads manually: In addition to using lead scoring rules, you should also manually qualify your leads.
• If your target is business customers, make sure you block free email service providers on the form.
• Determine if your paid campaigns are generating bad traffic and leads. If so, you may need to review your paid campaigns to fine-tune them.

Thanks.

[emmanuelkatto]

Thank you for your valuable input!

[Crystal_Hopper · Accepted solution]

Hello @emmanuelkatto. Lead Quality is a never-ending process. 😊 What is quality today, may not be quality tomorrow. Constant experimentation is my mindset about it. Everything I do is an experiment; sometimes it works and sometimes it doesn't. Either way I learn. 

That being said, I also listen closely to my sales team who follows up on our leads. If they are stuggling with something, then I find a way to include that issue in a Form or on a Website. For example, we have an issue with prospects outside of (WAY OUTSIDE) of our service area filling out our demo request form. There's only so much I can do about this, but here are a few things I have done. 

* Said repeatedly in the website and meta descriptions the areas we serve

* Built the same location content into the demo form when someone is selecting their Country

* When someone still sends an out-of-service Country, I send an auto email that reminds them of all the reasons we don't do business in their Country. But if they still want to talk, Sales still contacts them.

Expand the questions on your Forms, write more clear content expressing who you DO business with and who you DO NOT do busines with, and lean into auto responses for unqualifieds. And be ready to still talk to some people who really want to talk to you anyway. Experiment, test, shift, grow...it's a constant challenge to work on.

[emmanuelkatto]

Thanks for replying @Crystal_Hopper 😀